Effective Telephone Solicitation – Part Two

By Hank Lewis, MA, CFRM on June 11, 2015

As noted last week, to optimize a caller’s effectiveness, prospects should be prepared for the call. They must know it’s coming, that they will be asked for a specific dollar figure, and what that figure will be. They must understand the need for their support, and they should (hopefully) be made to look forward to […]

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Annual Giving and Telephone Solicitation

By Hank Lewis, MA, CFRM on June 3, 2015

This posting, and the follow-ups, are all about two concepts that push my buttons. The first, “Annual Giving”, makes me grit my teeth; the second, telephone solicitation, makes me twitch in frustration…. The term “Annual Giving,” and the resulting mind-set, have become accepted as part of the environment of (mostly) educational institutions, without awareness of […]

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Announcing The Results Of Fundraising Campaigns

By Tony Poderis on May 27, 2015

The Campaign (Annual, Endowment Or Capital) Is Over And The Goal Has Been Achieved — Life Is Good! Issue a press release and a final newsletter thanking campaign leadership, volunteers and the donors. Single out people who should be commended, and praise the campaign chair. Then, be sure to convene a meeting of the campaign […]

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Another New Nonprofit – Taking Baby Steps

By Hank Lewis, MA, CFRM on May 20, 2015

The following is a recently received email. My comments/responses are the indented paragraphs. We’re a relatively young 501c3, at about 5 years old, but have relied mostly on dues from members up to this point. Last year we participated in our state’s annual nonprofit day of giving. It is my observation that memberships/dues are not […]

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Fundraising … and A Common, Self-Defeating Behavior

By Hank Lewis, MA, CFRM on May 13, 2015

I had a conversation, recently, with a board member of an organization – a type of “foundation” that raises funds to support activities designed to advance/sustain their profession, who indicated that the board was “disappointed” with the total dollars that have been raised over their first few years. When the organization was first created, they […]

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Setting a Fundraising Goal: “You Must Raise ‘X’ Times Your Salary In New Money”

By Tony Poderis on May 6, 2015

A recent email asked: “What is a reasonable goal to ask a development person to raise for a non-profit organization? “Our Executive Director, a former college president, expects me to raise 6 to 8 times my salary in new money, which was the expectation at the college. “Have you heard of that concept before? I’ve […]

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The Development Plan – Measuring Success

By Hank Lewis, MA, CFRM on April 29, 2015

This time, calling it by it’s correct name !! As previously noted in these postings, “Development” has its focus on the relationships between the organization and its constituents/donors that can result in contributed income, “Fundraising” focuses only on the dollars. For a new nonprofit, immediate funding would probably be needed to ensure survival in the […]

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The Fundraising Plan: For a New Organization

By Hank Lewis, MA, CFRM on April 22, 2015

As noted last week: (1) The fundraising plan addresses (where appropriate) mass solicitation (mail, email, telephone), individual solicitation (major gifts), foundation applications, corporate solicitation and special events; and, (2) A fundraising plan, more than anything, must be a reflection of reality. In crafting a plan, “reality” derives from experience. For example, only if you’ve previously […]

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The Fundraising Plan: An Introduction

By Hank Lewis, MA, CFRM on April 15, 2015

This is one of the most important aspects of a successful Development program, but it’s a subject that needs a lot more attention than it gets. An organization’s development/fundraising plan, once formulated, provides the map, the guidelines for doing what must be done to raise the funds an organization needs to operate/survive. Sticking with the […]

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The Last Step In The Development Process !!

By Hank Lewis, MA, CFRM on April 8, 2015

Back in February, I posted a piece “Development As A Profession Vs. Development As An Activity,” in which I noted that the Development process includes the establishment of relationships with potential donors (individuals, foundations, corporations), with the purpose of learning their needs and how the satisfaction of those needs can/will correspond with the satisfaction of […]

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